SaaStr 838: The Present and Future of AI in Sales and GTM with SaaStr's CEO and Owner's CRO

25:42You upload some documentation. Then you upload some more. Okay. And then out of that, most of these agents will create a list of questions, right? Or sample emails, 10, 20, or 30. And you iterate them and they A-B test them and you talk about it and you see what they're wrong. And when they say, you know, owner is great for a hundred chain high-end restaurants, that's wrong today, isn't it? So you X out that question, you say, no, owner is designed. Owner scales much more than it used to be, but our core audience are smaller restaurants with a handful of a single location or a handful with a significant amount of to-go business, right?

26:15And you just keep going through those questions and iterating them. And then if it's email-based, they'll start sending the emails and you have to read them for an hour or two every day and see what's wrong you have to do it yourself no agency is going to get this right and this is what no agency is even going to really know what you do what's that this is what you were doing with artisan or qualified yeah and you need to do this as mr or mrs cro or cmo or vp of sales or you can't hire someone to do this today maybe later maybe later and hubspot hasn't figured this out with his ai training that's why like basically half of HubSpot's agencies are obsolete.

26:48Because they can't work. And if you listen to what Yamini said this year at Inbound, you're like, we're going to get more and more revenue through the channel, but we need different agencies. The agencies at HubSpot back in the day, you'd have your local group and they'd hook up HubSpot and they'd charge you basically 1x or 2x what HubSpot did, and they'd hook it up and get your basic campaigns going for you, right? This has now worked for training in AI on all of your customer data, everything and making sure it's all automated and it works, you've got to do it yourself. And once you do it once, and even I was intimidated.

27:19The first one we did at the start of the year was a general agent called Delphi, which makes digital clones. And we were early on this and I saw that Brian Halligan and Lenny and a few others did it. So I just bought it. I'd never ingested or trained data. And I had to do it myself. I did it every single day for a month. Every single day, first thing in the morning. Yeah. Even me. First thing in the morning, wake up see what see what the agent said see what's wrong and then just start editing and changing and the agents like this is the beauty to it it's the hive mind they remember yeah and every day it gets better like for the most part they they remember everything you tell them and the hallucinations become a minor issue if at all as you train it more but if you don't do this you're gonna you you will have no idea what you're talking about like literally you will be utterly ignorant in the age of AI.

28:07You did it and I did it. And then I did it and I proved it to Amelia and Amelia did all the rest of them. And she's better and smarter than me, but I had to do the first one, even in our little org for it to make any sense. Because I didn't know to tell her to go do artisan. Yeah. And it's funny you mentioned that because I didn't do this all that intentionally. It was just like, we were a small company and I like this stuff. So Momentum was one of our first AI implementations. And I was in there writing prompts and writing custom fields in Salesforce myself because I implemented Salesforce on my own way, way back in the day.

28:41And so like, I knew how to go into the admin view and create fields and add them to layouts. And so I was just in there playing around being like, Ooh, like, what can I know about my business tomorrow? And I would build a field, think through, all right, like how, what's, how do I want to structure the data and then write the prompt in momentum. And then I would, it would run like this was before they did backfilling. And so then at the end of the, the next day I would have my laptop open after the kids went to sleep and I'd be like, oh, I'm like really excited to see what's in these fields now.

29:11And I would look at a report and I'd look at what's in there. I'm like, oh, like it missed this. Or like, I see my prompt was like too basic, or I need to point it at this other thing. And I was just doing it because I was interested. Like I took a replet a hundred days of code course and i was playing around with that and then it just like it was of interest but now now i i fast forward and we've got this like ai lead and my head of rev ops is like incredibly ai savvy and so i'm i'm much i still take a bunch of demos and i'm thinking through the broad strokes but i'm not anywhere near as close but you did the first one but you got the first agent going yourself yeah that's the thing i'm not all going to be as nerdy as you they may need a little to help they may not do the replica course but you did it yourself you you trained it you you you you went from evaluation to success yourself every day you were reviewing that until every here's the key every day you got to work with the agent until it works reliably yeah i'll give you another fun example like so we i like momentum and attention both there these are great apps that for rev ops right buy one of them you recommended it back to the day we had a tiny team right so we decided to use it, but we just sort of put it on.

30:22We didn't pay any attention to it. Right. Right. Didn't think it worked. We didn't train it. We did no work. This is not the fault of the vendor. We just didn't have, like, we're like, okay, we got four people on our sales team. You know, now we have less, we have agents. We're like, eh, RevOps is not a big problem. Right. And then it was the classic issue that, that, that you brought up and Marshall brought about finally, finally we're like, why is this thing not working? And we're on our team zoom and we have this sales guy, AE, that we're paying extremely well. And he's like, we're like, we're not seeing any of your data from him.

30:51He's like, well, the app doesn't work. We're like, okay. Okay. Shame on us. We never put in the time. We never put in the 30 days. So we, we kind of complained to them that it doesn't work. And then I'm like, I just put them on live on the zoom. It's like, why not it working? I'm like, do you see that Google link at the bottom left? You got to link up your account. He's like, I don't really want to. And he links up the account and it showed he'd done nothing for 30 days and he quit that day. Wow. So there's a lot of interesting stories. Marcella, the same story at mango man, when she brought it in, someone quit that day too because it showed the lack of activity so it's a recurrent story um and it's interesting but but like we thought it didn't work and it didn't work until i went we took the effort to have this one guy just hook it up that now we rely on it daily right but that's an example of even us because we went from zero to one and then 20 agents for us just rev ops was not as high in the priority as it was for you how many folks do you have in your sales team today hundred okay so at a hundred rev ops is one of your top three priorities right in some ways it's number one right that and recruiting in some ways are number one once you have it dialed in right for us it's like whatever if our we got you know we don't have our process dialed it it's not it's not like i got 99 problems so so we didn't train it we didn't do it and so it it failed the deployment of that agent failed until we had the aha moment that uh uh, that reps hadn't actually hooked up their accounts.

32:10That's funny. Shame on us. But now we rely on it constantly right now. Now we love it. Many folks that will watch a list and we'll go through the same thing. Like they'll buy a product, put it on the shelf, never really get it deployed, get the agent going, get it trained. And they, and they will say it's a failure. There are so many, there are many reasons we had the failures of the AISDR failures in 2024, raw LLM based in my experience, it didn't work. The products didn't work before, before Claude four, they didn't work. It was slop. Yeah. Yeah, it was slop. There was no point. Now they're there.

32:38Now they are above the line. They're all above the line. So it's the reason they fail today is that people don't roll up their sleeves and train the agent themselves. And if that sounds intimidating to you, how do I train an agent? Right. Like this is not something you learned at your last job. Right. Going back to our point, then pick a vendor, pick a leading vendor. It honestly does not matter which one you pick today and talk bypass. Tell the sales rep. I literally did this the other day. I want to talk to my FD. I want to talk like great. I don't even need to do a demo. I want to talk to who's going to help me deploy this agent, right?

33:09I'm still waiting to hear back from the rep. So that tool will not be one that becomes our 21st agent. But be kind and just say, literally, I want to get on the phone with Jason or whoever it is and show them what you're doing and have them walk you through it. And then if you get that partner, you'll realize that training and ingestion and orchestration and all these nerdy concepts are mostly just making sure your data is uploaded to a website and that you answer a bunch of questions so that you read outputs every single day for a month. It's that simple. You can do that. We know how to upload.

33:39We know how to use websites and we know how to read and say this and tweak text. It's not as intimidating as it sounds. And everyone throwing around big fancy words like training and engineering. It's oh yeah. No, these are at the end of the day, these are all SaaS apps, my friends. They're just SaaS apps that have an LLM hookup to them and they look like SaaS apps. They smell like SaaS apps. Their GTM teams are SaaS people. So you can do it, but just understand what it means. Don't be intimidated by what we're saying. So I want to double click into picking vendors because we have similar, I think, opinions on this.

34:16So you're mentioning like pick one thing, make sure you do it really well. Be careful about vendor selection, implement it yourself. But I think one of the things I get asked about the most is like, where do I start? because people are sort of freaked out by AI BDR now because it was all hot. And then now everybody thinks it sucks because the inbox is... Because everybody's like, oh, Outbound is dead. The email, the inbox is dead. They're wrong. But where to start? Okay, so listen, I don't believe that. We could talk about why. If you believe it, great. Don't pick that first. I'll tell you the lowest hanging fruit for 98 % of folks out there.

34:54I know I use different nomenclatures than some is adding AI to inbound. My God, this is just what I said at Sastra. There is no excuse today for you not to get instant answers to your questions. There is no excuse on planet Earth for some 21-year-old SDR to qualify me whether I'm worth their time to talk to an AE. There is no need. We use qualified. It doesn't matter what you pick. You go in. It answers just questions on the Sastra Annual website. Anyone can try it. Go to sastraannual.com and talk to the digital Amelia, video, text, audio, however you want. And she'll just ask you what you're interested in.

35:30And if you want to buy a ticket, sponsor, ask us what. If you want to sponsor for us, it will automatically qualify you. Oh, Kyle, great. You're interested in sponsoring. Where do you work? Owner, restaurant industry. You know, honestly, Kyle, that's not our ICP. It's not a good fit for you, okay? I work at an AI B2B company. I work at Replit. That's a perfect fit for our ASDR. Can I connect you with David right now? And it does the whole calendly scheduling, which is not, which has already been done, but it instantly connects it with the qualification so that that lead is qualified. In the moment.

36:02Any time. Yeah. And so if you want, if you think about it, okay. And I advise everyone at any, any senior level, any one of the managers, your founders, slow it down. Go to your website in a, in incognito, in a fresh mind and try all your journeys. Try it. See how good your support is. See how good your qualification is. if you have a brutal contact meet see see how much you like contact me where does that contact me go into ghost land see how good your support is would you want to buy your product be honest is this a slam dunk right and so fix one of those things and literally if we can talk forever about outdown sdrs it does work but even if it doesn't for you again 99 of you your inbound process is an F or D.

36:45It's not okay with AI. It's not okay to not have all my core questions answered day or night with no lag, with no delay answered really, really well. And that I don't have to talk to some 21 year old kid that doesn't even know what the product does before I can talk to a rep. It's insulting. It's insulting to my time. And I just won't do, I don't have time anymore in the age of AI. I don't have time to set up a call next week to see if I'm worth your time. Yeah. Yeah. Right. And so how would you more conceptually think about like picking the first use case? Is it, is it going back to like, what are the business priorities?

37:18Is it just like actually zone in on what AI is good at now? AI is good at support. It's good at inbound. So like, those are the easiest places to. Maybe not good. I would listen, you could do either of those things. It could be what you're passionate about. That's always a good first place to start. What do you care about? Like you were into the rev ops. So that's what you did. Right. If you're, if you're a little nerdy, like us, pick something you're passionate about if you have no opinion do the clean look at your website do the incognito from scratch new email new domain and see what breaks your heart yeah and do that one the one that breaks your heart stuff even on saster website stuff breaks my heart i literally you know i literally i can't tell you how many websites like you know we've been a brex customer for years i tried to get an answer question in the i couldn't get any question out of my bot it's terrible it breaks my heart, right?

38:06I had another FinTech I tried to use. I got an email back saying I would get a response within 48 hours. Go fix that problem. And how do you recommend people look at that decision, either using the AI within their current stack? So like I have Intercom, I'm adding Fin, or I've got Salesforce, AgentForce, or going to the like insurgent startup that's like ripping 10X year over year. What's your advice there? This is a good insight for Amelia. We talk to folks all the time we do so many consulting calls we can see this and they're like i'm i'm doing a 10 vendor bake-off okay not only did this not work pre-ai but in the ai age when you have to train an agent it's just not possible so pick two pick pick it listen if you're already if you want to try agent force and fin because you're using salesforce intercom great terrific and then pick one hot startup not just because it's hot but because honestly someone like you is using them successfully ask for references for real.

39:06Kyle will respond. Everyone I talk to that's like you, they're getting, they're getting like 50 reference emails a month. Right. Just don't ask me for time. Yeah. Just send me an email and I'll give you an honest answer. Yeah. So just ask. And I will hit function on my keyboard and whisper flow and I'll like dictate a four line thing in 30 seconds and I'll give you your answer. Just don't ask me. I think Marcelle from Engelman says she gives, she does like 10 or 20 a week. She gives them a one word answer, but that's enough, right? find out and so just do the two and just do it and just try them both and talk and find out who's going to and that's enough because here's the honest truth like there are differences right and and intercom's great at showing how finn is better than decagon and sierra and like and you know who which who cares they're both they're all so much better than pre-ai that what matters is can you get into production it doesn't really matter they're these and these tools are evolving so quickly that during 2026, they're going to get so much better that that's going to lead to convergence and it's going to lead to, uh, you know, it used to be years before vendors would have feature parody right now.

40:12Now we're down to weeks. Yeah. We're down to weeks. So it's a journey you're going on. So just, and they're all, they're all, all the leaders, if you can get them trained, if you can get into production, they're so much better than before. They just pick the ones that's the right match for you. It really doesn't matter. and make sure that they can support your deployment. Yeah, support you. It really, it does matter. And I honestly think that as we all get smarter and as we deploy our 21st and 25th agents, we can focus on minute feature differences that frankly, they'll all clone each other in weeks, right?

40:47But right now, when it's a step function, right? It's like, get a great one into production and just do the one that's the right fit for you and don't be overwhelmed. And we list, if you go to saster.ai slash agents, We list all the ones we use. You can see them and we have lots of data. Saster data agents, pick any of them or others that are leaders and just go for it. Right. And, and do, but two is enough for the bake. I don't know why, but we talked to so many folks that are doing bake offs of like 10. And I guess it's because people are confused because they haven't done it before. And they want to see it all.

41:15Yeah. In the old days, your bake off would be the one I used in my last company and the hot one today. You do a two, two, right. And you'd pretend to look at the third. I genuinely think people are trying to do eight to 10 vendor bake offs, but it's, it's Even if you could train them in an hour, you still couldn't. But if it takes you 30 days to really train it, you can't do 10. Yeah, it's impossible. Yeah. And so one question on this incumbent versus startup. I was pretty harsh on Salesforce a few years ago. When I was at Shopify, they were trying to sell a bunch of Einstein stuff, and I had to stop the meeting.

41:47I'm like, guys, don't do this bullshit with me. Like, I know I'm only a sales leader, and so you probably think I'm a dummy, but don't try to hoodwink me with Einstein. And so I was a tough, tough customer when I was at shop. And now we're leaning into Salesforce more than ever, which I am personally surprised by. I was surprised that you were leaning into AgentForce as well. So my question is, is Salesforce sort of back with AgentForce? Is this a real thing in your opinion? Well, I think there are two different questions. Is Salesforce back? And is it because of agent force? I do, I do think the experience that you and I are both having, I mean, I don't, we don't have the exact data, but you and I are both close to folks at Salesforce in the, unfortunately they call it SMB, but it's really startups and tech and stuff.

42:34It is, it is booming. That, that, that group is booming. Right. Yeah. I don't think it's entirely because of agent force because agent force is early. I do think some of it though is related to AI, which is that it is, it's the hub for your agents. and listen no knock on hubs pre ai we didn't need an agent hub and hub spot blew up because hub spot figured out you know when you and i started in all of this hubs people you know first of all hub spot didn't even have serum then it was only free then it kind of didn't work for more than 20 or 30 reps right and then it got to the point pre ai we're like we know folks that have a thousand reps on hub spot and they're super happy right um and a lot of folks would do what they were marketing focused right but but it was it and and we would i would do this thing at sastranium was you raise your hand who's on hubspot versus salesforce and as the years went on all the hands rose from spot and and salesforce got crowded out but now it's swung back and um it's not because the lead contacts and opportunities are better it's this hub and when you when you have 20 agents working autonomously for you in sales and rev ops and marketing they need a hub and salesforce is the hub and and maybe the simple reason is that it may be as simple as the fact a lot of the early breakout leaders and it's still early right these products there aren't a lot of here's an important point we may run out of time with but it's so important because these agents require training because they require forward deploy engineers i am not aware of any great products that are 29 bucks a month yeah i'm excited for this for late 2026 2027 i'm excited for the next frontier but all these products are like 30 40 50k and up okay 100k and up and and listen, if you're an owner's skill and you're replacing humans, no big deal at the end of the day, right?

44:11And they're growing like a weed. So we're investing a lot of these products and they need this hub and that hub is Salesforce. It is the database. It is the repository. It's where the agents meet, where their data meets. And so we need Salesforce. And so I think now that's not the same thing as AgentForce. AgentForce is Salesforce's own agent, which we can talk about if you want for one of the time. I think we're one of the few folks that are in production at agent force and competitors and close things that are close to agent force it's pretty rare that i think there's got to be i mean next year there'll be a lot today we might be a single digit number of people that are like us agent force is new and agent force is one agent you can use on salesforce and i don't think on its own it explains the the renaissance for this audience i think the renaissance is that salesforce is back as where your agents connect to it's just so important that you have a single source of truth for your data, that you have clean data, that these agents are pulling from the same data.

45:08They're pushing their learnings. Because for us, we have three different AISDRs working with three different segments of our base. They've got to share all their learnings back into Salesforce, right? And it's wonderful. And it's a virtuous circle. And so it also is a stickier moat, right? It's a stickier moat. The tough part is we pay more for those agents than we pay for Salesforce, which is an existential question that Mark and his team are thinking about. Because, yes, Salesforce is more valuable, but the agents are even more valuable than Salesforce. So Salesforce is getting to glow up, but the agents are extracting the majority of the value.

45:43That's why Agent Force has to win. That's why Mark has 2 ,000 people working on it. Long-winded answer. I can tell you, if I had to summarize a lot of learnings, Agent Force has more work to set up than the rest of the agents. but it is good or better in production. It is as good because they're all good. Okay. All the good ones are good. They're all kind of the same. The emails are pretty similar, right? It is better because that native integration with Salesforce data, it turns out actually is better. Yeah. It is better. So if it's hard, Salesforce is very enterprise. It has, it's a$45 billion company, but if Mark can get even more folks working on agent forest and making it more turnkey and rolling it out to everybody, it's really going to win because it's the agents as good as anybody as it should be.

46:29Right. I mean, Replit and Lovable, they're both great, right? They're all momentum. They're all good, but it does help to have the native data rather than syncing, trying to get it, have delays, have syncing issues. Like Salesforce is a wonderful platform, but we just have to have the data. The native data works better. Yeah. We're in this place where we're looking at some of the sprawl and thinking about how you keep it all together and sort of that master orchestrator agent. And, and, you know, like a bunch of the conversation, it's like, man, maybe this is actually rolling back into Salesforce and back.

47:02Rolling back into Salesforce. Agent force and, and the, you know, the simplicity and we've been impressed with, with what I've seen. And honestly, I'm, I'm surprised that I've come to this opinion given where I was, you know, a few years ago and where I felt like some of Salesforce's new product. We were surprised too. And it did take longer to deploy for a number of reasons than, than, than the startups. right but it's just as good in production yeah and you've got the security and the data and and the governance which you know in our scale we're thinking a lot more about and and it's me listen if you want here's here and we might have lucked out we might have gotten a little bit of the a team because we do have a brand right but if you're interested in agent force i'm sure it's not going to be hard to get your rep on the phone right um no find out if you if you're if you if you will get an fd fd they use the term fd at salesforce the forward deployed engineer and talk to them and talk to them.

47:52And the good ones will be honest. Like we do know the qualified team pretty well. I'm sure other vendors do this, but what I really like at qualified is, um, it probably helps that they have a lot of inbound demand, right? They ruthlessly screen customers out that aren't a good fit. Ruthlessly, mainly the ones that just don't have enough data. It doesn't matter what the, what, if ARR is, if there's not enough data to have a successful deployment, they won't take your business, right? Enough website traffic. Yeah. They just enough traffic too, right? They just literally won't, it doesn't matter what you'll pay and they just, they don't, they don't want to, and kudos, kudos to everyone in AI that does this.

48:24Right. So I don't know if you'll get that from Salesforce or not, but try, see if you get an FDE, if no one will talk to you then, cause it's a big company, then just don't do it. Right. Yeah. But if you talk to the FDE and they go into your Salesforce instance and they look at the amount of data and you say, we can get you live in production in 45 days and here's how it will work. I would, I would probably take that bet. Yeah. Okay. Last question. so this is a revenue leadership podcast so what advice do you give to us like do we have to get more aggressive is about swinging swinging for the fences more is it or the opposite you know making the money last well here here's a okay here's the brutal truth i think like everything in the age of ai things are bifurcating so i think for revenue leaders you you really have two choices work even harder so that you can be above triple triple double double right work even harder so that you can approach or exceed the growth rate of an owner, right?

49:16Because people are looking for massive outcomes and that requires massive growth. You can't have massive outcomes without, this has always been true since the dawn of time. Okay. You can't have one without the other. If you don't want, if you're not, if you don't personally want to sign up for that, or you don't believe in it, honest truth is join something slow growth. The folks growing to 10 or 15 or 20 % a year, either public companies or private companies, they need people too. And it's not set aloud, I don't think, but some folks are quietly making a lifestyle choice. I met, I met, I saw CRO at Sastor annual this year that I hadn't seen in years, but I've noticed since I, she was my customer.

49:51So I've known her since I was a founder a long time. Like, how's it going? Like, I got this new role. I'm like, oh, it's an interesting one. Your last company got acquired for a billion something. I'm like, yeah, she's like, you know, we're at 50 million growing 20%. I think that's pretty good in today's climate. I'm like, maybe we're, I don't know which parallel, like, so she, she was happy if you're burning no money sure yeah what's that if you're burning zero dollars yeah burning zero dollars she had a good cash comp um it was the right amount of pressure for her like her taking the company from 20 to 25 percent growth was probably a big win for the year i think i think people should be self-aware that maybe you know if you're not willing to step up in today's ai age which is so much faster so much more committed so much faster honestly maybe join something slow growth because that, that, that, that, that we all basically, you know, in, in the 2020, 2021 era, we all lived in this magical middle ground.

50:45Yeah. You could have it all. You could have it all. You could have lifestyle, quality of life, work from home, work 20 or 30 hours a week, exceed quota for a lot of structural reasons. That doesn't exist anywhere. Even the fastest growing startups, um, they're either lean or they're back in the office or they're high intensity. There just is that, that middle's gone. Yeah. Right. That was gone. We were talking about this before we, we turn on the record, but even at owner, even with all the tailwinds, even like, you know, I have an awesome team and a bunch of amazing peers still working as hard as I ever have.

51:20You know, like I'm working hardest. I ever have. Yeah. Me. I'm working the best I ever have. Right. Are you having the most fun though? Cause I am, I'm actually having a blast.

51:34Uh, Uh, I know, I know I'm still true that that's a, that's a very, uh, uh, metaphysical question. I'm still struggling to, I find in startups, whatever, whatever area it is, whatever you're doing, community nesting, founder, executive, I find this, you and I are very different. I find the fun is, is, is, is, is in the recordings. The fun is in the past. It's not in the present. The fun is looking back, laughing about the time when it was your first board meeting and I was beating up your COO. He said he was going to raise$40 million on his own single-handedly. That's funny now. It wasn't fun back then, was it?

52:10No. It's fun now. I know you're in a special time, an owner. So we were talking about this before. It is genuinely fun to be accelerating at your scale. It is genuinely fun. But for me, the fun is in the memories. The fun is in the recordings and the videos and the photos. And if you walk into our office now at Sastra, which is a wall of agents. They're just empty desks. And me and Amelia at one end with all of our agents in between. but you'll see four huge monitors in our office, which are just photos of Saster going back to 2015. Right. And so those are fun. So every day I walk in and they're on four different memories.

52:41Right. So I think, I know this sounds crazy for revenue folks, but sales leaders know this. If you've ever had a great sales team, right. Which you have now, and you've had in the back, you'll look back and you'd be like, man, that was the best team ever. Right. And those sales teams are friends for life and they, and they work together. So enjoy the present, but, but, but but it's okay if fun is the memories. If you're looking for fun in your job in the age of AI, I find it incredibly stimulating. Like I just built this app. Try it for fun for folks to watch. It's called Vaporcell.ai, Vaporcell.

53:12It automates sales training. It's really fun. I built it in a couple hours. I can add owner if you want. You can go in and you can literally sell Harvey, Replit, Cursor, and ChatGPD Enterprise, Vaporcell.ai. It has a tongue-in-cheek one where you can simulate it. And then it has a real one where I uploaded 100 of the toughest questions for each one and trained you as a rep. And the fact that I could build this in a couple of hours, it's pretty cool looking, isn't it? Yeah, this is pretty sharp. It's pretty cool. Like, how can you not think this is an amazing time? Like, the internet was kind of like, you know, when the internet really got going, it was fun.

53:48And then SaaS was amazing. Like, wow, we could, two businesses could exchange data and do stuff interactively online. But this is like 50 times more exciting and interesting. but the rate of change man i just i just invested in this startup and i love it right it's so good and they're great they're going to crush it they they blew up their first month right yeah but now they have five clones in the first 60 days now it's they're going to win but that type of stress like is that fun yeah i guess it's interesting it's it's it's it's it's um the good news is like 24 hours a day i'm thinking about it i'm having fun with ai i'm doing stuff so it's very engaging but for me, fun is in the past.

54:28It's not in the present. Yeah, makes sense. I think that's a great message to leave on. You know, like if you want to sign up for the venture scale more than triple, triple, double, double, double, then be ready to work harder than you ever have. And if not, you know, take a different path and just be fine with less comp, less upside, less, less whatever. But I think that that's... Be honest about it. Like don't think this. I know people think this 996 thing is somewhat toxic, but it's more a signal. Like if you don't want to work at that intense pace, if you don't want to be thinking about work 20, so many folks, you know, they still want to end the day at four or five and log off for the day.

55:06And let's not mock that. It is we're human beings, right? But, but pick your path in this, in the age of AI. Yeah. Pick your path. Pick your path. That's a good message. Jason, well, thank you for doing this, man. This was awesome. We had all the stuff I wanted to get into. This lived up to my expectations. So appreciate it. Appreciate everything you do for us and me personally. I know I'm a broken record. I say this all the time, but I want to put it on the pod one last time because I can't tell you enough how much we appreciate it. Thanks, my friend.

55:39Hey, Sasser, imagine having agents for every support tab. One that triages tickets, another that catches duplicates, one that spots churn risk. That'd be pretty amazing, right? Happy Fox just made it real with Autopilot. These pre-built AI agents deploy in about 60 seconds and run for as low as two cents per successful action. All of it sits inside the Happy Fox Omnichannel AI First support stack. Chatbot, Copilot, and Autopilot working as one. Check them out at happyfox.com slash saster.